Appointment Setting in a High Tech World
Technology has affected our world in a million ways. Direct sales people need to re-evaluate their marketing methods in order to increase their chances of getting a new prospect on the phone so they can have a face-to-face meeting. Appointment setting has changed and to be successful, you need to update how you approach your potential new clients.
This seminar addresses these changes and asks a critical question: What is the “magic mix” of digital, personal and vocal contact in our current high tech environment?
From Appetizers to Appointments – Social Prospecting Skills
Financial professionals need to have exquisite social skills in order to maximize their opportunities at networking events, parties, etc. Our seminar addresses the need to be conversational and know when to pivot gracefully. Since most agencies are teaching only the “elevator speech”, this seminar dives deep into situations that require more than just a simple statement of the work that you do.
The seminar covers:
- What is social prospecting?
- Developing gracious conversations
- Creating the environment for a possible appointment
- Making the follow up phone call
- Understanding how to script these situations
- The proper voice mail
Implementing Your Phone Coaching System
Most people are promoted to management based on a strong selling career. However, being in management requires updating your skills on phoning and marketing so you can teach these to your new recruits.
Unfortunately, most managers focus on selling and do not provide enough time for teaching lead generation and phoning. Your agency may be ready to confront this challenge. The development and coaching of new agents requires different skills than being a producer. Many managers feel more comfortable training their agents on selling and closing than marketing and phoning.
This program is for your management team. The end goal is to provide the agency with a complete, easy-to-implement phone training system.
Recruiting Calls Made Easy
Recruiting is the life’s blood of the financial services industry. However, many sales managers and recruiters do not maximize the initial phone call to create a face-to-face interview. Too many managers make common mistakes – they have the wrong focus on the call, they start selling the position, they are overly convincing, they monologue, and they show off. This presentation breaks down the recruiting phone call into components that will control the manager’s verbiage so that they get the information they really need – which is to answer the question – Do they have the “right stuff”?
About Gail Goodman:
Gail B. Goodman has specialized in telephone skills training to the financial services industry for over twenty years. She’s developed a detailed system for calling prospects and understanding how to set a face-to-face appointment. Her training has been adopted by some of the largest insurance companies, including New York Life, MetLife, AXA Advisors and The Guardian. Ms. Goodman’s strength as a trainer lies in her empathy with the salesperson’s challenges on the phone. By developing the most comprehensive program which combines a seminar, workshop and hands-on coaching, she has succeeded in being labeled the financial services industry’s premier phone trainer. Materials are continually updated to reflect current market conditions, technologies and socio-economic factors.